In this approach a supplier creates a separate business unit with total responsibility for global accounts. Key account managers need to listen closely, translate the client’s needs to the relevant people within their organization, and make sure the client’s requests are handled in an efficient and timely manner. Browse by location or industry. The unhappy majority may be suffering from confusion about when, how, and to whom to provide it. It can be extremely rewarding for multinational customers and suppliers alike if it is designed in accordance with the guidelines weâve described. Global Key Account Manager - Healthcare - Atlanta, GA CEVA logisticsGA - AtlantaFull-Time CEVA Logistics provides world-class supply chain solutions for large and medium-size national and multinational companies across the globe. 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For example, when the French company Schneider Electric, a world leader in electric power and control equipment and services, invested in special equipment to design and manufacture a line of products for a favored global customer, the customer rewarded Schneider by making it the sole supplier of that line. And, obviously, if one supplier of GAM-suitable offerings doesnât comply with a customerâs legitimate demand for a program, another one will. We have discovered that suppliers often resist requests for GAM out of fear that the only result will be lower prices. Because a GAM program (with its staff) is layered on top of existing national sales organizations, it always entails higher costs. DMV International, a Dutch supplier of nutritional ingredients, needs GAM to serve multinational customers that buy complex products such as lactoferrin, a milk protein with antimicrobial and antiviral properties that is used in, for example, infant formula, health supplements, cosmetics, and animal feed. Coordination GAM is most appropriate when local relationships are extremely important and the need to standardize services across borders is relatively slight, which explains why many banks use this approach. Application process will be done virtually! Brug dit faglige netværk til at finde drømmejobbet. Key Account Manager. This is a needed interpersonal skill as our business success is driven by people. 4, ed. Because of the expense and the resistance that comes with any shift in power resulting from organizational change, suppliers should generally start with the least challenging form of global account management: coordination GAM. The Key Accounts Manager represents the entire range of company solutions to the assigned consumers. For all these reasons, it makes sense that Royal Dutch Shell uses control GAM. Global account management must be addressed in the context of a companyâs overall strategy and structure; if one of them changes, the GAM approach may need to change, too. Because relationships with individual customers differ, as do those customersâ needs and capabilities, a supplier would ideally offer different forms of GAM to different customers. Copyright © 2020 Harvard Business School Publishing. In deciding whether to make a customer a global account, a supplier should consider whether it might be able to forge a trusting relationship with the customer if it doesnât already have one. Unilever, for instance, has only four or five global accounts, whereas IBM and Xerox have more than 100 apiece. Audrey J.M. Explore more than 1,000 Global Account Manager jobs in the United-States. Thatâs the conclusion weâve drawn from a study of 165 major suppliers that one of us helped conduct, from our consulting work, and from journal articles on individual companiesâ experiences. That said, the biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. Only a tiny minority of companies have adopted this approach, however, for three reasons: Creating such an autonomous group is tantamount to a major reorganization. Posted Date 2 months ago (10/8/2020 1:32 PM) Workday Req Number ... the company has 41 manufacturing facilities strategically located around the globe and employs a team of approximately 5,200 professionals in 120 countries across five continents. To use you for suppliersâand thatâs not the only result will be lower prices,. There are almost always many more competitors that can make is to select global accounts, the customer still! 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